There is an objective standard that connects time worked with a specific output. Professional and B2B services firms cannot do this. Factories can do this.
“I spent a lot of time with a prospective client. It seemed that we had solid rapport, and yet, after I sent them a proposal,
Language counts. That’s been my motto for more than 24 years. We professionals have to choose our words deliberately. Most important is to not use
The CEO of a softare/systems consulting firm asked me: “I typically start with a quote/price for a specific service and then the original project goes
If you’re not familiar with test and learn, you’re in good company. Most Owners of professional services firms aren’t acquainted with this smart concept that
You are feeling good! Your firm is making progress: revenue is increasing, profits are growing, customer and client retention is working, you’re getting referrals, and
When your intellect doesn’t crank out content in neat hourly increments why should you sell or buy hours? I had a fierce disagreement with a
When Brian and Janice started their CPA firm 20 years ago, they did everything: business development, tax returns and other services, and managing the back